Strategy & Business Winning Workshops

Since Strategy, Sales and Marketing play a significant role in a business, any capability disconnects or gaps relating to these areas must be dealt effectively. With this in mind, we have designed and developed a unique range of practical courses focussed on addressing the most important aspects of these capability gaps.

Provide you with an appropriate level of understanding regarding how opportunities for Australian companies to compete (on merit) for Defence related work are created, both within Australia and abroad.

General Training Catalogue

Successful Strategic Planning

Successful Business Winning

Successful Marketing & Presentations

Successful Trade Shows

Successful Tendering

Trade Mission Ready

Successful Exporting

More Value-Adding Services

Learning & Development Process Design, Development and Optimisation Services

Learning & Development Policy Design, Development and Implementation

Training Needs Analysis and Government Grant Access Facilitation

Training Course Formulation and Customisation Services

On-The-Job Training (OJT) and Apprenticeship Programs

Integrated Consulting and Training Delivery Packages

Training Capability Partnerships (TCP)

duMonde recognises that many companies struggle with insufficient depth of skill and capability within their businesses. By working with clients through TCP, duMonde effectively identifies, prioritises, sources and delivers valuable and targeted training solutions without the need for the client to carry the cost of a full-time, internal Learning & Development resource.

Doing Business in Defence

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Build your foundational knowledge of the Australian Defence Sector and how to do business in this highly specialised arena.

duMonde’s doing Business in Defence course is a highly focused and practical foundational course designed to give individuals and their businesses the essential insights needed to be more successful business winners in this critical economic market. Incorporating the latest insights from the First Principles Review, 2016 Defence White Paper, Defence Industry Policy Statement and Integrated Investment Plan, this workshop will directly assist those looking to enter or grow their presence in the Australian Defence Sector by providing them with “must know” information on the “What, Who and How” aspects of doing business in this very unique and challenging industry.

Upon completion of this workshop, you will achieve a better understanding of:

The Australian Defence Organisation and the Australian Defence stakeholder environment

The Defence Industry landscape in Australia—key players

Winning business in the Australian Defence Sector as well as through export

The importance of developing a robust value proposition for your defence customers

The Australian Defence Industry support initiatives

Topics Covered

With the aim of helping individuals, organisations and industry associations enter or expand their existing footprint in the Australian Defence Sector, duMonde has developed this highly specialised workshop covering the following topics:

2016 Defence White Paper

2016 Integrated Investment Plan

2016 Defence Industry Policy Statement

The Defence & Industry Partnership Model

Need-to-know Information on the Defence Procurement Process

Defence Exporting and the Global Supply Chain Program

Successful Strategic Planning in Defence

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Learn a standard repeatable process for defining your strategy, setting direction and making better decisions on the allocation of resources in pursuit of growth.

Our Successful Strategic Planning Workshop is designed to help organisations achieve sustainable success in an ever changing and competitive marketplace. It aims to equip key decision-makers with practical tools and techniques needed to plan for the organisation's future, build short and long-term value and deliver strategic outcomes.

Upon completion of this workshop, you will achieve a better understanding of:

What Strategic Planning and Thinking is

Undertaking situational analysis to assess present state

How to define and identify key Issues

Customer and Competitor Analysis

How to match company goals and objectives with your strategy

Generating Strategic Options to execute your strategy

How to evaluate strategy implementation, including balanced scorecards

Topics Covered

Designed by duMonde to help small-and-medium sized enterprises to enhance their strategic planning capabilities, this practical and targeted course covers the following topics:

Concept of strategy and the value it can bring to your organisation

Practical 5-Stage Strategic Planning process which you can implement in your organisation

Using strategy analysis tools to make key decisions at each step of the Strategic Planning process

Identifying WHAT strategy your firm should pursue

Identifying HOW your firm should go about adopting and executing a given strategy

Successful Business Winning in Defence

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Improve your win rates across all forms of your organisation’s new business winning activities.

Based on years of experience, our Successful Business Winning Workshop is a full-day workshop that will breakdown and simplify the business winning processes and provide tested and dedicated approaches to improve your company's overall success rate. Ultimately, it will equip you with the necessary knowledge and tools to dramatically enhance your proposal/tender management, writing skills and overall "business winning" capability.

Upon completion of this workshop, you will achieve a better understanding of:

Topics Covered

With the aim of helping individuals, businesses and organisations looking to secure more wins from target opportunities, duMonde has developed this unique and practically-based course covering the following topics:

The importance of aligning the company’s business winning activity with the overall strategy of the company

Developing consistently high quality responses built on the Business Winning Pyramid approach

Defining a compelling value proposition for all Business Winning submissions

Identifying HOW your firm should go about adopting and executing a given strategy

Successful Defence Marketing & Presentation

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Pitch and present more effectively with the right customer value propositions and presentation skills.

Developed by duMonde, our Successful Marketing & Presentations Workshop is a practical full-day workshop designed to help you deliver customer targeted and results-focused marketing presentations. This workshop specifically focuses on the development and presentation of more successful marketing materials to prospective suppliers at all levels of the supply-chain.

Upon completion of this workshop, you will achieve a better understanding of:

Market trends and influencing factors relevant to doing business in Australia and overseas

How to analyse and define your customers “Hot Buttons”

Developing a robust value proposition tailored for each of your customers

The elements of an effective Elevator Pitch

How to produce a powerful Company Capability Statement

Presenting an effective Corporate Presentation, including leaving a hook in your pitch to trigger a “follow-up” action

Topics Covered

Designed to transfer real-life knowledge and practical business experience, this course will help small-and-medium sized enterprises to strengthen their presentation and marketing materials through these key topics:

Understand what a Customer Value Proposition (CVP) is and its importance from a business winning perspective

Recognise the importance of understanding your target customer’s needs and wants and some techniques for achieving this

Learn the basic elements of a strong and compelling value proposition and how to apply this for each of your target customers

Learn how to embed strong CVP’s into your business winning approach to increase your chances of success

Successful Defence Quad Charts

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

As the market-leader in Successful Quad Chart training, duMonde has designed this course to provide small-and-medium enterprises with the skills to create this essential marketing tool for the Defence sector. The Quad Chart is required by many Defence sector customers in support of visits to key Defence and Aerospace industry trade shows, events and introductory meetings.

Upon completion of this workshop, you will achieve a better understanding of:

The target audience of your Quad Chart and what they are looking for

How to develop a compelling Value Proposition across the spectrum of Defence marketing materials including your Quad Chart

Quad Chart layout including the various elements and the logic that sits behind each

How to develop an effective Value Proposition and Elevator Pitch which directly relates to the Quad Chart

The importance of creating a good first impression with professionalism and confidence

Topics Covered

Designed to transfer duMonde’s market-leading knowledge and practical business experience, this course will help small-and-medium sized enterprises to market their offerings in the domestic and international Defence sectors and cover the following topics:

Analysing your target audience

Defining your Value Proposition

Developing your Quad Chart and other marketing materials

Successful Delivery

Effective follow up and evaluation

Successful Defence Trade Shows

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Maximise the return on investment you make in key Defence industry trade shows events and exhibitions

Trade Shows are recognised as a key marketing platform across all sectors. duMonde’s Successful Trade Shows workshop provides trade show delegates of all levels of experience with the essential insights on how to transform trade show attendance into a significant business winning opportunity.

Upon completion of this workshop, you will achieve a better understanding of:

How to analyse the market, your customers and competitors to define a successful trade show strategy

How to integrate trade shows as part of your company’s Business Winning programs

Maximising return on investment in trade shows with an effective show plan

Planning, drafting, and presenting your company Value Proposition and Elevator Pitches ahead of a trade show

Follow-up post trade show and evaluating your overall performance

Topics Covered

Designed to transfer duMonde’s market-leading knowledge and practical business experience, this course will help small-and-medium sized enterprises to market their offerings in the domestic and international Defence sectors and cover the following topics:

Identify realistic outcomes from a Trade Show

Integrate Trade Shows as part of your company’s Business Winning programs

Deliver a successful presentation or pitch, within or outside the Trade Show environment

Prepare your Trade Show Value Proposition and Elevator Pitches

Discover the importance of creating a good first impression

Apply the techniques for following-up after a show and evaluating your overall performance

Successful Defence Tendering

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Increase your Defence tendering capability and overall win-rate

Based on practical knowledge and experience, our Successful Tendering Workshop is a full-day workshop focused on enhancing your company’s approach to the tendering process. It will provide participants with tested and dedicated approaches to improve their company’s overall success rate when dealing with new business winning related tendering opportunities.

Upon completion of this workshop, you will achieve a better understanding of:

Opportunity identification and gathering market intelligence

When and why to Gate Review for your bid

How to undertake colour team reviews, at all stages of the process

The key elements of Capture Planning including strategic fit, customer and competitor analysis

Topics Covered

Designed to help small-and-medium sized enterprises and larger industry organisations to enhance and improve their tendering and overall business winning capabilities, duMonde’s highly successful course transfers real-life knowledge and practical business experience covering the following topics:

Identifying Opportunities

Opportunity Assessment

Preparing your Pitch

Win Strategy and Solution

Proposal Management Plan

Proposal Development

Submission and Post-submission

Defence Trade Mission Ready

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Whether this is your first Trade Mission or you are an experienced Trade Mission delegate, completion of duMonde’s Trade Mission Ready workshop will ensure you are fully equipped with the insights, tools and techniques you need to make the most of the fantastic business winning opportunities Trade Missions present.

Upon completion of this workshop, you will achieve a better understanding of:

The elements required for a Successful Trade Mission

The benefits of participating in Trade Missions

The planning process and timetable for an effective mission

How to quantify and measure the success of the mission

How to analyse and define your customer’s “Hot Buttons”

Developing a robust value proposition tailored for each of your target customers

Best practices for effective engagement

Furthermore, participants are given the opportunity to rehearse the delivery of their Trade Mission pitches in front of an audience whilst benefitting from personalised and practical feedback and coaching from experienced industry experts.

Topics Covered

With the aim of helping firms to get the most out of international trade missions and based on extensive experience, duMonde has developed this course around the following topics:

Define and set realistic goals and objectives for the Trade Mission

Identify and understand your target audience

Develop and successfully present a strong “value-proposition” across a spectrum of marketing materials

Be better positioned to make a good first impression by delivering a strong and focused presentation with professionalism and confidence

Use effective techniques for following-up after a meeting or presentation

Expand your professional network with fellow trade-mission attendees ahead of the show

Successful Defence Exporting

Course Duration: 1 day

Enrolment Fees: AUD$900/person | AUD$6,995/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Give your organisation the greatest chance for success in the Defence exporting arena.

Our full-day Successful Exporting workshop provides you with the essential knowledge, information and supporting tools required to more confidently access and pursue exporting opportunities in the global market. It is also aligned with the global export programs of both Government and Industry. The workshop is crucial to any business that is exporting or considering exporting goods or services in key overseas markets.

Upon completion of this workshop, you will achieve a better understanding of:

ISO 44001 Collaborative Relationships – Foundation

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Learn the manner in which to apply a structured and agreed methodology to conduct successful business relationships to ensure achievement of your client deliverables.

Our ISO 44001 Collaborative Relationships One-Day Workshop is designed to provide attendees with an introduction to the concepts of ISO 44001 Collaborative Relationships. The workshop aims to equip key decision makers with the knowledge required to be able to develop planning strategies that achieve higher levels of project success when engaging partners that can be repeated and incorporated into the organisation’s internal and external relationship management plans.

Upon completion of this workshop, you will achieve a better understanding of:

ISO 44001 Collaborative Relationships

The core concepts and how they are applied

Risk identification and appropriate engagement strategies

Governance

Communication and negotiation when entering into a collaborative relationship

Successful partnering processes

Topics Covered

Designed by duMonde to help small-and-medium sized enterprises to enhance their relationship management capabilities, this practical and targeted course covers the following topics:

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Learn how the AIC program is designed to support and provide structure to Australian companies seeking to conduct business with the Australian Defence industry.

The Australian Industry Capability Program (AICP) is a flagship industry program of Defence that aims to maximise Australian Industry participation in delivering value-for-money materiel, systems and support services within key defence projects. Realising the need to support the Government’s greater focus on AICP, duMonde has developed specialist support services, innovative embedment frameworks, evaluation tools and proven methodologies that would assist firms in successfully developing and implementing a winning AIC Program approach.

Leveraging years of experience working with the Australian Government, Defence Primes and Defence small and medium-sized enterprises (SMEs), duMonde is uniquely positioned as a market leader in the provision of AIC related Support Services to share key insights on how Australian SMEs can best position themselves to secure a role in the AIC plans of their target customers. Through duMonde’s extensive firsthand experience of working on real projects in the AIC space, we have developed this practitioner-based, 1-day course to equip attendees with the information and tools they need to implement a more successful approach to winning AIC work.

Anchored on AIC better practice guide and insights, duMonde AICP methodologies and evaluation tools have already been adopted by Defence and major Defence Primes.

On completion of this unique workshop, participants can expect to:

Better understand the policy, purpose and requirements of Defence’s AICP;

Learn more about the various avenues for securing AIC work;

Get exposure to real-life project success stories and benefit from the analysis and key insights that can be gained from these;

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Provide you with an appropriate level of understanding regarding how opportunities for Australian companies to compete (on merit) for Defence related work are created, both within Australia and abroad.

Our AIC Practitioner Course is designed to expand upon the topics introduced to you during the Foundation Workshop. This course will provide you with an appropriate level of understanding of how opportunities for Australian companies to compete on merit for defence work within Australia and overseas are created, as well as how to influence foreign prime contractors and original equipment manufacturers, including Australian subsidiaries, to deliver cost-effective support and to facilitate transfer of technology and access to appropriate intellectual property rights and encourage investment in Australian industry.

The course is conducted using a scenario requiring the real-time and practical development of an AIC plan.

Upon completion of this workshop, you will achieve a better understanding of:

The wider AIC Program

When an AIC plan is required and what it comprises

AIC Program management arrangements

Supply chain management

How to satisfy industry requirements through review of agreed Local Industry Activities (LIA)

Sovereign Industry Capabilities and how it impacts your business

How a bid is structured and developed

Creating a winning tender

Topics Covered

Workforce - How to successfully address workforce elements of the AIC plan

Industrial Base - How to successfully address the supply chain elements of an AIC plan. This includes compliance with indigenous enterprise inclusion, market testing and local industry activities (LIA’s)

Infrastructure - How to successfully address the physical and digital infrastructure elements of an AIC plan

International Business - How to successfully address the GSC and exporting requirements of an AIC plan

Innovation - How to successfully address the innovation/R&D aspects of an AIC plan

National Approach - How to successfully address national key stakeholder identification, engagement and collaboration in the execution of an AIC plan

AIC management, monitoring and reporting

ISO 44001 Collaborative Relationships – Practitioner

Course Duration: 4 days

Enrolment Fees: AUD$3,600/person | AUD$25,000/company*

*Price excludes GST and includes trainer, travel & accommodation, venue & catering and workbooks for up to 25 participants. Higher fees may apply for ‘long-distance’ deliveries.

Learn how to apply the complete ISO 44001 process and 8-Stage Life Cycle when developing a partnering program to deliver your project.

The duMonde ISO 44001 Collaborative Practitioners Course is designed for those who have responsibility for driving the implementation of collaborative business relationships within their organisations. It is a four-day intensive program, recognised as the industry leading qualification for collaboration professionals. Attendees will come away with not only an understanding of the requirements of ISO 44001 and how to successfully address them, but also an appreciation of the change management requirements to make the investment one that delivers real benefits.

Upon completion of this workshop, you will achieve a better understanding of:

Why relationships are important to delivering business strategy

The value of a pan-industry framework to enhance engagement and provide a benchmark for collaborative capability

Identifying the business objectives and constraints for effective engagement and risk management

Identifying the importance of assessing an organisation’s internal capability as a prerequisite to external engagement

Identifying the strategies and process for selecting partners

Being aware of effective policies for developing the right working model for organisations and engaging a partner into a relationship

The importance of continuous improvement, innovation and value creation to develop relationships to their fullest extent

Appreciating the importance of effective measurement and monitoring of performance and the relationship

The critical need to define the exit strategy for managed disengagement